ed a new lack. But the need for
Service Flags was temporary. Before the war ended they were displayed
everywhere. To-day none are seen.

Now there has come into existence The American Legion, which seems
certain to be a great political and social power in the United States
for generations, as was the G.A.R. after the civil war. Any man who
hopes for political success in the course of the next thirty or forty
years must prospect the thoughts and feelings of the veterans of
1917-18.

[Sidenote: Analyze Individuals]

You will have _specific_ as well as general prospects. Hence it is
essential that you supplement your study of conditions with the
_analysis of individuals_. Study men with the greatest care, especially
the one man or group of men upon whom you want to impress ideas of your
capabilities. Learn all you can regarding the personal characteristics
of the individual to whom you hope to sell your services or "goods."
Your knowledge of his traits and peculiarities, your familiarity with
his life purposes and hobbies, may assure you a chance to succeed with
him that otherwise you could not get. A friend of mine is the president
of a big ice company, but he is not so much interested in cooling
people's food as in warming their hearts with his genuine brotherhood
for all men. There isn't much prospect for anybody to sell him "a cold
business proposition," even though he is a dealer in ice.

[Sidenote: Hobbies]

Do not, however, make a "hobby of hobbies." Only the _big_ hobbies of
your man are worth especial study. Never harp on any of his little
idiosyncracies. He may be sensitive about being eccentric. It is bad
salesmanship to _pretend_ an interest in another person's whims. You
cannot use his hobbies to help your prospects _unless you share his
feelings_ to a considerable degree. My friend who believes and practices
the doctrine that all men are brothers would be sure to detect quickly a
false humanitarian bent on a selfish purpose to exploit his hobby.

As already has been emphasized, the object of the good salesman when
prospecting is to discover the lacks of men who might benefit from the
things he has to sell. If you are looking for your prospects with that
_service_ purpose, you have taken a long preparatory step in the process
of selling your qualifications. Find the employer who _needs_ your best
ability, and your success will be assured the moment you get into his
mind the true idea that you are the ma